Expansion Specialist

This role offers a unique opportunity to leverage your sales expertise and drive growth within the Higher Education sector. As a Business Development Manager, you will be responsible for identifying new business opportunities and expanding client partnerships to drive revenue growth.

About the Role:

Pearson is looking for a dynamic sales professional with experience, passion and a proven talent for winning business. The successful candidate will focus on selling Pearson's innovative digital platforms, content and services within the Higher Education sector.

Your Responsibilities:

• Sales & Business Development
  • Drive growth and increase market share within the respective territory, focusing on Higher Education (HE) products and digital solutions.
  • Map out sales strategies for key accounts in alignment with key business priorities
  • Proactively identify and create revenue-generating opportunities, particularly in new customer segments.
  • Develop and execute sales strategies to drive market share and revenue growth in both institutional (B2B) and student-choice course level business (B2BC).
  • Promote and position Pearson as a market leader in Higher Education through strategic partnerships and engagement with diverse stakeholders.
  • Negotiate and close high-value contracts to achieve sales targets.
  • Deliver impactful sales presentations, and product demonstrations to promote Pearson products and services.

Stakeholder Management

• Engage, maintain and build partnerships with key university stakeholders, such as academics, faculty staff, teaching and learning staff. procurement, finance and library, to understand needs, drive new business acquisition and revenue retention.
• Build territory knowledge, ensuring alignment of Pearson products with academic programs and strategic outcomes.
• Collaborate closely with Customer Success to ensure strategic alignment, and prioritisation, across activities that support customer retention, expansion and advocacy.
• Collaborate internally with Sales Operations, Marketing and Product on key initiatives, campaigns, feedback and reporting requirements.
• Represent Pearson at key University or industry events, reinforcing our role as a thought leader and trusted partner in Higher Education.

Strategic Planning & Market Intelligence

• Research and identify market opportunities within the Higher Education sector, to generate leads, and nurture prospects across the sales process.
• Use strategic planning, to prioritise your opportunities, including strategies for direct field-based selling on campus, and cold calling.
• Be abreast of product and service innovation using market insights, market feedback and self-driven initiatives.
• Monitor opportunities, risks, and progress, ensuring alignment with leadership and business goals, and performance OKRs.
• Maintain knowledge of industry trends, Higher Education market insights, and competition.
• Manage and maintain customer and prospect data to ensure CRM has data integrity (Sales Force)
• Update tracking and opportunity pipeline CRM data to ensure business reporting accuracy, and territory OKR visibility.
• Act as a trusted advisor for Pearson, being an expert in our product portfolio, leading with digital and online learning technologies.

Candidate Requirements:

• Bachelor's degree is required
• 2+ years' experience in B2B sales or business development, with a demonstrable track record of driving sustained business growth
• Drive, self-motivation, and proactivity. You love selling and winning business.
• Excellent communication skills and consultative selling ability, with a flair for negotiation, and a strong closing record.
• Commercial acumen and strategic skillset to engage across diverse customer segments.
• Ability to think critically, prioritise tasks and manage time effectively.
• Passion for higher education, lifelong learning and Pearson's mission.
• Experience in the higher education or technology sectors is desired.
• Proficient in Windows, MS Office, and experience leveraging CRM systems (Salesforce) to drive sales efficiency and effectiveness.

Working Arrangements:

• The role is based Sydney only, managing a diverse territory encompassing Universities and higher education providers. Interstate or overseas travel may be required.
• You will be required to be actively in the field 4 days per week
• Drivers Licence and vehicle is required.

Benefits:

• Bonus leave day, to invest in your learning as well as volunteer day to give back to the community
• Flexible hybrid working